“Self-awareness is a key to self-mastery” – Gretchen Rubin How well do you know your salespeople? How well do they know themselves? The two rhetorical questions I hear consistently from prospects are: How do I find great salespeople? How do I retain great salespeople? Although there are a multitude of issues facing sales organizations the answer to these questions can be perplexing. Why is that? From a hiring perspective you should rely less on resumes. Social media profiles provide some insight into how a prospective salesperson communicates and makes decisions. The remainder of the work you must do to find great salespeople is in the interviewing process. There are ways to understand a candidate’s communication style. They can fall into four different categories; Decisive individuals tend to be more demanding, forceful and determined in their communication. Interactive individuals thrive on being around others and are inclined to share...